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Whether you have specific questions about building a more effective B2B sales operation—or just want to know which questions you should be asking—the library of questions in the SellingBrew Playbook makes it easy to find the answers and resources you need.

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  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • What kinds of things should a Sales Ops group be focusing on?
  • My company seems to love platitudes. How do I get others to focus on real messages?
  • What are the different types of sales training we need to be aware of?
  • Why are the early signs of customer defection so difficult to spot?
  • Should it concern us that customers haven't ever considered the value-drivers we've identified?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • What's the difference between lead generation and cultivation?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • What's the difference between "explicit" and "latent" demand?

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